VP of Global Channels – Alliances
AppGate
full-time
Posted on:
Location Type: Remote
Location: New York • United States
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Job Level
Tech Stack
About the role
- Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs and all other aspects of partner account management in a “partner first” sales and delivery model.
- Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, referral, MSPs, cloud marketplaces etc.)
- Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets.
- Develop and execute sales plans including strategy and tactical partner account management execution plans
- Close collaboration with Sales leadership to execute on all partner related company objectives
- Collaboration with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to develop and deliver partner enablement programs
- Evangelize the partner strategy with key stakeholders throughout the organization.
- Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function
- Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy
- Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (CEO/CRO level) on a regular basis.
- Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue
- Build and support a team of Channel Managers to achieve overall channel revenue objectives and KPI’s.
- Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals.
- Provide mentorship and professional growth opportunities to the alliance team.
- Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision
- Match employee skills and talent to tasks to ensure optimal engagement and performance
- Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders
- Responsible for the life cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required).
Requirements
- 15+ years of related experience in Software and/or SaaS Partner/Alliance/Sales roles, including 10+ years of channel team leadership preferred
- Proven experience developing joint partner go-to-market strategies and executing partnership business plans.
- Professional network and relationships in the Cybersecurity & Infrastructure channel ecosystem
- Undergraduate degree or equivalent combination of education and experience in a related field
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
partner account managementchannel strategysales pipeline managementsales plans developmentpartner enablement programspartner sales playbooksperformance evaluationrecruitmentbusiness plans executiongo-to-market strategies
Soft Skills
relationship managementcollaborationcoachingmentorshipteam developmentcommunicationleadershipemployee engagementstrategic thinkinginsight synthesis